WHO said it could not be done? And what great victories has he to his credit which qualify him to judge others accurately?
A PERSONAL STATEMENT BY THE AUTHOR
Some thirty years ago a young clergyman by the name of Gunsaulus announced in the newspapers of Chicago that he would preach a sermon the following Sunday morning entitled:
“WHAT I WOULD DO IF I HAD A MILLION DOLLARS!”
The announcement caught the eye of Philip D. Armour, the wealthy packing-house king, who decided to hear the sermon.
In his sermon Dr. Gunsauls pictured a great school of technology where young men and young women could be taught how to succeed in life by developing the ability to THINK in practical rather than in theoretical terms; where they would be taught to !learn by doing.” “If I had a million dollars,” said the
young preacher, “I would start such a school.”
After the sermon was over Mr. Armour walked down the aisled to the pulpit, introduced himself, and said, “Young man, I believe you could do all you said you could, and if you will come down to my office
tomorrow morning I will give you the million dollars you need.”
There is always plenty of capital for those who can create practical plans for using it. That was the beginning of the Armour Institute of Technology, one of the very practical schools of the country. The school was born in the “imagination” of a young man who never would have been heard of outside of the community in which he preached had it not been for the “imagination,” plus the capital, of Philip D. Armour.
Every great railroad, and every outstanding financial institution and every mammoth business enterprise, and every great invention, began in the imagination of some one person.
F. W. Woolworth created the Five and Ten Cent Store Plan in his “imagination” before it become a
reality and made him a multimillionaire.
Thomas A. Edison created the talking machine and the moving picture machine and the incandescent electric light bulb and scores of other useful inventions, in his own “imagination,” before they became a reality.
During the Chicago fire scores of merchants whose stores went up in smoke stood near the smoldering embers of their former places of business, grieving over their loss. Many of them decided to go away into other cities and start over again. In the group was Marshall Field, who saw, in his own “imagination,” the world’s greatest retail store, standing on the selfsame spot where his former store had stood, which was then but a ruined mass of smoking timbers. That store becamse a reality.
Fortunate is the young man or young woman who learns, early in life, to use imagination, and doubly so in this age of greater opportunity.
Imagination is a faculty of the mind which can be cultivated, developed, extended and broadened by use. If this were not true, this course on the Fifteen Laws of Success never would have been created, because it was first conceived in the author’s “imagination,” from the mere seed of an idea which was sown by a
change remark of the late Andrew Carnegie.
Wherever you are, whoever you are, whatever you may be following as an occupation, there is room for you to make yourself more useful, and in that manner more productive, by developing and using your “imagination.”
Success in this world is always a matter of individual effort, yet you will only be deceiving yourself if you believe that you can succeed without the co-operation of other people. Success is a matter of individual effort only to the extent that each person must decide, in his or her own mind, what is wanted. This involves the use of “imagination.” From this point on, achieving success is a matter of skilfully and tactfully inducing others to co-operate.
Before you can secure co-operation from others; nay, before you have the right to ask for or expect co-operation from other people, you must first show a willingness to co-operate with them. For this reason the eighth lesson of this course, THE HABIT OF DOIN GMORE THAN PAID FOR, is one which should have your serious and thoughtful attention.
The law upon which this lesson is based, would, of itself, practically insure success to al lwho practice it in all they do.
In the back pages of this introduction you will observe a Personal Analyses Chart in which ten well known men have been analyzed for your study and comparison. Observe this chart carefully and note the “danger points” which mean failure to those who do not observe these signals. Of the ten men analyzed eight are known to be successful, while two may be considered failures. Study, carefully, the reason why these two men failed.
Then, study yourself. In the two columns which have been left blank for that purpose, give yourself a rating on each of the Fifteen Laws of Success at the beginning of this course; at the end of the course rate yourself again and observe the improvements you have made.
The purpose of the Law of Success course is to enable you to find out how you may become more capable in your chosen field of work. To this end you will be analyzed and all of your qualities classified so you may organize them and make the best possible use of them.
You may not like the work in which you are now engaged.
There are two ways of getting out of getting out of that work. One way is to take but little interest in what you are doing, aiming merely to do enough with which to “get by.” Very soon you will find a way
out, because the demand for your services will cease.
The other and better way is by making yourself so useful and efficient in what you are now doing that you will attract the favourable attention of those who have the power to promote you into more responsible work that is more to your liking.
It is your privilege to take your choice as to which way you will proceed.
Again you are to are reminded of the importance of lesson nine of this course, through the aid of which you may avail yourself of this “better way” of promoting yourself.
Thousands of people walked over the great Calumet Copper Mine without discovering it. Just one lone man used his “imagination,” dug down into the earth a few feet, investigated, and discovered the richest copper deposit on earth.
You and every other person walk, at one time or another, over your “Calumet Mine.” Discovery is a matter of investigation and use of “imagination.” This course on the Fifteen Laws of Success may be surprised when you discover that you were standing right over this rich mine, in the work in which you are now engaged. In his lecture on “Acres of Diamonds,” Russell Conwell tells us that we need not seek opportunity in the distance; that we may find it right where we stand! THIS IS A TRUTH WELL WORTH REMEMBERING!
Author of the Law of Success.
This course is the result of careful analysis of the life-work of over one hundred men and women who have achieved unusual success in their respective callings.
The author of the course has been more than twenty years in gathering, classifying, testing and organizing the Fifteen Laws upon which the course is either in person or by studying the life-work of the following men:
Henry Ford Edward Bok
Thomas A. Edison Cyrus H. K. Curtis
Harvey S. Firestone George W. Perkins
John D. Rockefeller Henry L. Doherty
Charles M. Schwab George S. Parker
Woodrow Wilson Dr. C. O. Henry
Darwin P. Kingsley
Contents of This Introductory Lesson
POWER what it is and how to create and use it.
CO-OPERATION= the psychology of co-operative effort and how to use it constructively. THE MASTER MIND-how it is created through harmony of purpose and effort, between two or more people.
HENRY FORD, THOMAS A. EDISON and HARVEY S. FIRESTONE-the secret of their power and wealth. THE “BIG SIX” how they made the law of the “Master Mind” yield them a profit of more than $25,000,000.00 a year.
IMAGINATION – how to stimulate it so that it will create practical plans and new ideas. TELEPHATHY-how thought passes from one mind to another through the ether. Every brain both a broadcasting and a receiving station for thought.
HOW SALESMEN and PUBLIC SPEAKSER “sense” or “tune in” on the thoughts of their audiences.
VIBRATION-described by Dr. Alexander Graham Bell, inventor of the Long Distance Telephone. AIR and ETHER how they carry vibrations.
HOW and WHY ideas “flash” into the mind from unknown sources.
HISTORY of the Law of Success Philosophy, covering a period of over twenty-five years of scientific research and experimentation.
JUDGE ELBERT H. GARY reads, approves and adopts the Law of Success course. ANDREW CARNEGIE responsible for beginning of Law of Success course.
LAW OF SUCCESS TRAINNING –helps group of salespeople earn $1,000,000.00.
SO-CALLED “SPIRITUALISM” explained.
ORGANIZED EFFORT the of all power.
HOW TO ANALYZE yourself.
HOW A SMALL FORTUNE was made from an old, worked-out, worthless (?) farm. THERE’S PLENTY OF READY CAPITAL for development of any practical idea or plan you may create.
SOME REASONS why people fail.
WHY HENRY FORD is the most powerful man on earth, and how others may use the principles which give him his power.
WHY SOME PEOPLE antagonize other without knowing.
THE EFFECT of sexual contact as a mind stimulant and health builder.
WHAT happens in the religious orgy known as the “revival.”
WHAT we have learned from “Nature’s Bible.”
CHEMISTRY of the mind; how it will make or destroy you.
WHAT is meant by the “psychological moment” in Salesmanship.
THE MIND becomes devitalized-how to “recharge” it.
THE VALUE and meaning of harmony in all cooperative effort.
OF WHAT do Henry Ford’s assets consist? The answer.
THE IS THS AGE of mergers and highly organized co-operative effort.
WOODROW WILSON had in mind the law of the “Master Mind” in his plan for a League of Nations.
SUCCESS is a matter of tactful negotiation with other people.
EVERY HUMAN BEING possesses at least two distinct personalities; one destructive and one constructive. DUCATION generally misunderstood to mean instruction or memorizing of rules. It really means elopementent from within, of the human mind, through unfoldment and use.
TWO METHODS of gathering knowledge, through personal experience and by assimilating the knowledge gained through experience by others.
PERSONAL ANALYSIS of Henry Ford, Benjamin Franklin, George Washington, Abraham Lincoln, Theodore Roosevelt, Napoleon Bonaparte, Calvin Coolidge and Jesse James.
AUTHOR’S “After-the-Lesson Visit..”
TIME is a Master Worker that heals the wounds of temporary defeat, and equalizes the inequalities and rights the wrongs of the world. There is nothing “Impossible” with time”!
THE LAW OF SUCCESS
THE MASTER MIND
“You Can Do It if you Believe You Can!”
THIS is a course on the fundamentals of Success. Success is very largely a matter of adjusting one’s self
to the every-vary and changing environments of life, in a spirit of harmony and poise. Harmony is based upon understanding of the forces constructing one’s environment; therefore, this course is in reality a blueprint that may be followed straight to success, because it helps the student to interpret, understand and make the most of these environmental forces of life.
Before you begin reading the Law of Success lessons you should know something of the history of the course. You should know exactly what the course promises to those who follow it until they have assimilated the laws and principles upon which it is based. You should know its limitations as well as its possibilities as an aid in your fight for a place in the world.
From the viewpoint of entertainment the Law of Success course would a poor second for most any of the monthly periodicals of the “Snappy Story” variety which may be found upon the news stands of today.
The course has been created for the serious-minded person who devotes at least a portion of his or her time to the business of succeeding in life. The author of the Law of Success course has not intended to compete with those who write purely for the purpose of entertaining.
The author’s aim, in preparing this course, has been of a two-fold nature, namely, first-to help the
earnest student find out what are his or her weaknesses, and, secondly-to help create a DEFINITE PLAN for bridging those weaknesses.
The most successful men and women on earth have had no correct certain weak spots in their personalities before they began to succeed. The most outstanding of these weaknesses which stand between men and women and success are INTOLERANCE, CUPIDITY, GREED, JEALOUSY, SUSPICION, REVENGE, EGOTISM, CONCEIT, THE TENDENCY TO REAP WHERE THEY HAVE NOT SOWN, and the HABIT OF SPENDING MORE THAN THEY EARN.
All of these common enemies of mankind, and many more not here mentioned, are covered by the Law of Success course in such a manner that any person of reasonable intelligence may master them with but little effort or inconvenience.
You should know, at the very outset, that the Law of Success course has long since passed through the experimental state; that it already has to its credit a record of achievement that is worthy of serious thought and analysis. You should know, also, that the Law of Success course has been examined and endorsed by some of the most practical minds of this generation.
The Law of Success course was first used as a lecture, and was delivered by its author in practically every city and in many of the smaller localities, throughout the United States, over a period of more than seven years. Perhaps you were one of the many hundreds of thousands of people who heard this lecture.
During these lectures the author had assistants located in the audiences for the purpose of interpreting the reaction of those who heard the lecture, and in this manner he learned exactly what effect it had upon people. As a result of this study and analysis many changes were made.
The first big victory was gained for the Law of Success philosophy when it was used by the author as the basis of a course with which 3,000 men and women were trained as sales army. The majority of these people were without previous experience, of any sort, in the field of selling. Through this training they were enabled to earn more than One Million Dollars ($ 1,000,000.00) for themselves and paid the author $30,000.00 for his services, covering a period of approximately six months.
The individuals and small groups of salespeople who have found success through the aid of this course are too numerous to be mentioned in this Introduction, but the number is large and the benefits they derived from the course were definite.
The Law of Success philosophy was brought to the attention of the late Don R. Mullett, former publisher of the Canton (Ohio) Daily News, who formed a partnership with the author of the course and was preparing to resign as publisher of the Canton Daily News and take up the business management of the author’s affairs when he was assassinated on July 16. 1926.
Prior to his death Mr. Mellett had made arrangements with judge Elbert H. Gary, who was then Chairman of the Board of the United States Steel Chairman of the Board of the United States Steel every employee of the Steel Corporation, at a total cost of something like $150,000.00. This plan was halted because of judge Gary’s death, but it proves soundness of all that is said in behalf of the course.
You will observe, in this General Introduction to the course, a few technical terms which may not be plain to you. Do not allow this to bother you. Mke no attempt at first reading to understand these terms. They will be p=lain to you after you read the remainder of the course. This entire Introduction is intended only as a background for the other fifteen lessons of the course, and you should read it as such. You will not be examined on this Introduction, but you should read it many times, as you will get from it at each reading a thought or an idea which you did not get on previous readings.
In this Introduction you will find a description of a newly discovered law of psychology which is the very foundation stone of all outstanding personal achievements. This law has been referred to by the author as the “Master Mind,” meaning a mind that is developed through the harmonious co-operation of two
or more people who ally themselves for the purpose of accomplishing any given task. If you are engaged in the business of selling you may profitably experiment with this law of the “Master Mind” in your daily work. It has been found that a group of six or seven salespeople may use the law so
effectively that their sales may be increased to unbelievable proportions.
Life Insurance is supposed to the hardest thing on earth to sell. This ought not to be true, with an established necessity such as life insurance, but it is. Despite this fact, a small group of men working for the Prudential Life Insurance Company, whose sales are mostly small policies, formed a little friendly group for the purpose of experimenting with the law of the “Master Mind” with the result that every
man in the group wrote more insurance during the first three months of the experiment that he had ever written in an entire year before.
What may be accomplished through the aid of the principle, by any small group of intelligent life-insurance salesmen who have learned how to apply the law of the “Master Mind” will stagger the imagination of the most highly optimistic and imaginative person.
The same may be said of other groups of salespeople who are engaged in selling merchandise and other more tangible forms of service than life insurance. Bear this in mind as you read this Introduction to the Law of Success course and it is not unreasonable to expect that this Introduction, alone, may give you sufficient understanding of the law to change the entire course of your life.
It is the personalities back of a business which determine the measure of success the business will enjoy. Modify those personalities so they are more pleasing and more attractive to the patrons of the business and the business will thrive. In any of the great cities of the United States one may purchase merchandise of similar nature and price in scores of stores, yet you will find there is always one outstanding store which does more business than any of the others, and the reason for this is that back of that store is a man, or men, who has attended to the personalities of those who come in contact with the public. People buy personalities as much as merchandise, and it is a question if they are not influenced more by the personalities with which they come in contact than they are by the merchandise. Life insurance has been reduced to such a scientific basis that the cost of insurance does not vary to any great extent, regardless of the company from which one purchases it, yet out of the hundreds of life insurance companies doing business less than a dozen companies do the bulk of the business of the United States.
Why? Personalities! Ninety-nine people out of every hundred who purchase life insurance policies do not know what is in their policies and, what seems more startling, do not seem to care. What they really purchase is the pleasing personality of some man or woman who knows the value of cultivating such a personality.
Your business in life, or at least the most important part of it, is to achieve success. Success, within the meaning of that term as covered by this course on the Fifteen Laws of Success, is “the attainment of your Definite Chief Aim without violating the rights of other people.” Regardless of what your major aim
in life may be, you will attain it cultivate a pleasing personality and after you have learned the delicate art of allying yourself with others in a given undertaking without friction or envy. One of the greatest problems of life, if not, in fact, the greatest, is that of learning the art of harmonious negotiation with others. This course was created for the purpose of teaching people how to negotiate their way though life with harmony any poise, free from the destructive effects of disagreement and friction which bring millions of people to misery, want and failure every year.
With this statement of the purpose of the course you should be able to approach the lessons with the feeling that a complete transformation is about to take place in your personality.
You cannot enjoy outstanding success in life without power, and you can never enjoy power without sufficient personality to influence other people to cooperate with you in a spirit of harmony. This course shows you step by step how to develop such a personality/
Lesson by lesson, the following is a statement of that which you may expect to receive from the Fifteen Laws of Success@
A DEFINITE CHIEF AIM will teach you how to save the wasted effort which the majority of people expend in trying to find their lifework. This lesson will show you how to do away forever with aimlessness and fix your heart and hand upon some definite, well conceived purpose as a life-work.
SELF-CONFIDENCE will help you master the six basic fears with which every person is cursed-the fear of Poverty, the fear of Ill Health, the fear of Loss of Love Someone and the fear of Death. It will teach you the difference between egotism and real self-confidence which is based upon definite, usable knowledge.
HABIT OF SAVING will teach you how to distribute your income systematically so that a definite percentage of it will steadily accumulate, thus forming one of the greatest known sources of personal power. No one may succeed in life without saving money may escape it.
INITIATIVE AND LEADERSHIP will show you how to become a leader instead of a l=follower in your chosen field of endeavour. It will develop in you the instinct for leadership which will cause you gradually to gravitate to the top in all undertakings in which you participate.
IMAGINATION will stimulate your mind so that you will conceive new ideas and develop new plans which will help you in attaining the object of your Definite Chief Aim. This lesson will teach you how to “build new houses out of old stones,” so to speak. It will show you how to create new ideas out of old, well known concepts, and how to put old ideas to new uses. This one lesson alone is the equivalent of a very practical course in salesmanship, and it is sure to prove a veritable gold mine of knowledge to the person who is in earnest.
ENTHUSIASM will enable you to “saturate” all with whom you come in contact with interest in you and in your ideas. Enthusiasm is the foundation of a Pleasing Personality, and you must have such a personality in order to influence others to co-operate with you.
SELF-CONTRAL is the “balance wheel” with which you control your enthusiasm and direct it where you wish it to carry you. This lesson will teach you, in a most practical manner, to become “the master of
your fate, the Captain of your Soul.”
THE HABIT OF DOING MORE THAN PAID FOR is one of the most important lessons of the Law of Success course. It will teach you how to take advantage of the Law of Increasing Returns, which will eventually insure you a return in money far out of proportion to the service you render. No one may become a real leader in any walk of life without practicing the habit of doing more work and better work than that for which he is paid.